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  • Bob Burg

“A no-nonsense approach to building your business through relationships.”

~ Jane Applegate, syndicated Los Angeles Times columnist

Sally Hogshead’s… How The World Sees YOU

June 24th, 2014 by Bob Burg

If you’re a fan of Sally Hogshead — like I am — you were captivated by her first book, FASCINATE. Sally, a former award-winning copywriter and advertising agency owner, provided the reader with an in-depth and complete look at what triggers fascination and how companies tapped into these concepts in order to make their products and ideas irresistible to consumers.

In her newest book, How The World Sees YOU, she applies that wisdom as it relates to your personal brand. And, this is key because, as Sally says, “the greatest value you can add is to be more of yourself.”

How The World Sees You As she explains, “once you know what makes you valuable to others, you’re more authentic and confident, and more able to make a positive impression. It all begins with understanding how the world sees you — at your best.”Sally Hogshead

In Sally’s always fascinating way she outlines how you can tap into your greatest of strengths, create better relationships, grow your business, and become distinctly valuable to those who matter most.

Enjoy the chat!

Wow — I guess “fascinating” doesn’t even begin to describe her, does it? So, what is your…anthem? Take whatever time you need to figure it out. It’ll be well worth your while. And, of course be sure and pick up her book.

Discover Your Fascination Advantage™

Here’s the link to take the complimentary Fascination Advantage Assessment: HowToFascinate.com/You

Enter the book code: SUCCESS14


TECHNICAL NOTE: If you are having trouble playing the interview, please make sure Adobe Flash Player is installed in your web browser. If not, then download Flash Player. Or right-click here and select “Save Link As…” to download the audio file to your computer.

Show Me A Sign… One That REALLY Sells The Idea!

June 17th, 2014 by Bob Burg

DANGER Do not touchRecently saw a photo of a sign that — macabre as it was — no doubt brought some laughs.

It said…

“DANGER: DO NOT TOUCH — Not Only Will This Kill You, It Will Hurt The Entire Time You Are Dying.”

Immediately, I went into sales and marketing mode and thought of how perfect a message it was, including all the basic elements:

    1. DANGER (now, that’s a headline that will grab your attention)
    2. DO NOT TOUCH (a subhead that elicits curiosity)
    3. Not Only Will This Kill You (the feature)
    4. It Will Hurt The Entire Time You Are Dying (a really, really powerful benefit for following the advice) LOL!

I think the next time there is a “WET PAINT” sign on a bench, it should be followed up with:

“Because you’ll be really p*&&#@ off at yourself if you ignore this!”

The Small Stuff Worth Sweating

June 12th, 2014 by Bob Burg

Attention To Detail Bob BurgYears ago a little book authored by the late, Dr. Richard Carlson entitled, Don’t Sweat The Small Stuff…and It’s All Small Stuff provided some much-needed wisdom for those of us whose sense of peace of mind and happiness were continually disturbed by life’s little inconveniences.

And, in that context, the phrase itself is certainly valid.

Many are familiar with the term, First-World Problems. Yes, your hotdog bun splitting at the bottom while you’re enjoying a baseball game is indeed “small stuff.” :-) So are most of what we allow to annoy us and sometimes even ruin our day.

However, there is also a time to absolutely sweat the small stuff…because doing so can make a significant difference in your results.

In our Go-Giver book series, John David Mann and I suggest Attention as one of the five “Elements of Value” that serves as a differentiator. While this includes attention to one’s prospective client in terms of listening to what they are saying (and, sometimes, not saying), allowing us to better understand their needs, it covers another area, as well.

Attention to detail means also learning as much as you can about them as individuals. This creates the environment for you to cultivate the “know, like and trust” relationship so often the difference-maker in today’s commodity-based sales environment. In this case, paying attention to the “small stuff” provides you with a distinct advantage over your competitors.

One of my favorite examples of this is business legend (and, self-proclaimed “envelope-salesman”) Harvey Mackay. In Swim With The Sharks Without Being Eaten Alive, his first of seven New York Times bestsellers, the Founder and Chairman of the enormously-successful MackayMitchell Envelope Company introduced us to his now-famous Mackay 66 — a customer profile helping his salespeople to really “know the customer” – the individual who would make the buying decision.

Please understand; Mr. Mackay’s company sold envelopes! If ever a product could be considered a commodity, here it is. After all, there’s only so much possible differentiation in a product like this.

However, there’s lots of possible differentiation in the person selling that product. When you focus your attention on them; on knowing everything you can about what’s important to them, it allows you to effectively communicate your additional value.

And, that’s where sweating the small stuff…make a huge difference!

How do you sweat the small stuff in a way that communicates your value?

Naming for Qualities

June 3rd, 2014 by Bob Burg

A friend of mine tweeted that she was named after a police officer her Parents both admired for her courage and honor. “They wanted me to be strong like her” concluded the tweet.

How cool is that?

Naming for Qualities by Bob BurgIt brings to my mind a couple of questions:

  1. Were you named after someone with qualities your Parents admired? If so, please share in Comment section.
  2. Would you (or, did you) name your child after someone whose qualities you and your spouse or partner admire? If so, please share in Comment section.
  3. If you haven’t had the chance to do so, which people (and their qualities) come to mind? Doesn’t have to be someone famous. Could be anyone from an ancestor of yours to the police officer who displays courage, honor and strength.

Looking forward to your comments!

A Literal Success Truth That Never Fails

May 27th, 2014 by Bob Burg

A Literal Success Truth That Can Never Fail - Bob BurgFormer Campbell Soup CEO, current Avon Chairman and leadership authority, Doug Conant recently tweeted this famously-profound quote from the classic, Think and Grow Rich by Napoleon Hill:

“It is literally true that you can succeed best and quickest by helping others to succeed.”

This immediately brought to mind one of my all-time-favorite (and, unfortunately, often-misquoted) sayings by the legendary, late Zig Ziglar:

“You can have everything in life you want if you will just help enough other people get what they want.”

What do those two powerful sayings have in common?

That to the degree we can take our focus off of ourselves and place it onto the other person, that’s the degree to which we ourselves will become successful.

Law #3 from The Go-Giver, The Law of Influence states:

“Your influence is determined by how abundantly you place other peoples’ interests first.”

Of course, that doesn’t mean that we should be anyone’s doormat or in any way self-sacrificial. It simply means that when we move from an I or “me-focus” to an “other-focus, we naturally bring more value to — and hold more value to — that person. As Sam, one of the mentors in the story advised the protegee, Joe:

“Make your win about the other person’s win.”

How do you feel that person would then feel about you? Would they be more likely to buy from you? To want to do business with you? To make you a part of their life? Would they be more interested in your success? Would they be more excited about referring/introducing you to those they care about so that you could make your win about their wins, as well?

I believe that — as the first part of Mr. Hill’s quote opined — “it is literally true.”

What do you think? And, how do YOU make your wins about their wins?